Unifying Sales: Integrating CRM and E-commerce for Efficiency
Industries
Telecommunications, Electronics and loT
Solutions
SAP Commerce Cloud, SAP S/4HANA Public Cloud
Services
SAP ERP Solutions, SAP E-commerce
The story of our customer
The Bulgarian branch of SIG Air Handling required a robust system to modernize and effectively manage its sales activities. They needed a solution that would support their complex sales cycle, from managing initial leads and opportunities down to final order creation. Critically, this system had to integrate seamlessly with their existing SAP ERP and also connect with their online sales channels, ensuring that no customer interaction or sales history was lost, regardless of whether the deal was large, direct, or small, placed online.
Consulting approach and project highlights
Novarto implemented an SAP CRM 7.0 solution, prioritizing deep integration and comprehensive support for the entire sales process:
- Core CRM Implementation: Activated and deployed core CRM scenarios, including opportunity management, activity management, and accounts management, which became the central tools for the sales team.
- Full ERP Integration: Achieved complete integration between SAP CRM and SAP ERP for sales scenarios, ensuring the sales cycle was closed effectively by linking CRM opportunities directly to the quotation and order processes in the ERP backend.
Customer solution and advantages
Customer Solution and Advantages: The successful implementation delivered a unified sales platform, significantly improving tracking and process efficiency.
Customer Solution: A fully integrated SAP CRM 7.0 solution connected to the SAP ERP system and the company's custom online shop.
Key Advantages (Problems Solved):
- Effective Large Deal Management: Sales engineers can now effectively manage their large equipment deals end-to-end—from account registration and opportunity tracking to final quotation and sales order creation.
- Unified Sales History Tracking: The company does not lose track of sales history, even when smaller and larger customers place orders online, because the online shop is fully integrated with SAP.
- Streamlined Sales Cycle: The tight integration between CRM and ERP automatically couples opportunities with backend order processes, streamlining the sales cycle and reducing administrative overhead.
- Simplified Catalog Updates: Maintenance and updates of the online product catalog are now easier and more efficient by leveraging the CRM system.
Learn more about Novarto’s partnership with SIG Air Handling
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